(972) 393-4471
Westerly, RI , RI, US
Emp Type: Full time / Direct Hire
2026-09-11
Location: Westerly, RI 02891
Job Type: Full-Time
Work Setting: Hybrid / Remote
Salary: $90,000 - $140,000 per year
We are seeking an experienced Capital Equipment Sales / Business Development professional to identify, develop, and close new business opportunities across printing, converting, packaging, finishing, paper handling, web handling, industrial automation, and related manufacturing industries.
This is a senior individual-contributor role focused heavily on new business development, territory expansion, consultative selling, and profitable revenue growth. The ideal candidate is a self-directed sales professional who is comfortable creating opportunities through proactive prospecting rather than relying primarily on established accounts or inbound leads.
The successful candidate will personally manage the sales pipeline and guide complex machinery opportunities from initial prospecting and discovery through proposal, negotiation, closing, and post-sale transition.
Identify, prospect for, and develop new capital equipment sales opportunities within printing, converting, packaging, finishing, mailing, paper handling, web handling, and related manufacturing markets.
Develop and execute territory and market-development strategies targeting specific industries, geographic markets, companies, and decision-makers.
Build relationships with plant managers, operations leaders, production managers, engineers, business owners, and other capital equipment decision-makers.
Generate qualified opportunities through cold prospecting, industry networking, referrals, trade shows, professional associations, and targeted market research.
Understand customer production processes, operational challenges, and equipment requirements and recommend appropriate technical solutions.
Conduct customer discovery meetings, site visits, equipment demonstrations, and application discussions.
Gather technical, production, material, and application requirements needed to develop accurate equipment proposals.
Collaborate with engineering, operations, and company leadership to determine equipment scope, customization requirements, and technical solutions.
Manage the complete sales cycle, including prospecting, qualification, discovery, solution development, proposal, presentation, negotiation, closing, and post-sale transition.
Maintain accurate customer, contact, activity, opportunity, quotation, and forecast information within the CRM.
Provide regular reporting on prospecting activity, pipeline development, forecasts, quotations, competitive activity, and market opportunities.
Identify opportunities for new machinery, retrofits, upgrades, replacement parts, field service, training, and extended service programs.
Represent the organization professionally at customer facilities, trade shows, conferences, and industry events throughout North America.
Monitor market trends, customer needs, competitor activity, pricing, and emerging opportunities.
Work independently while maintaining strong communication and coordination with internal engineering, operations, customer service, and leadership teams.
7+ years of successful capital equipment, industrial machinery, or technical industrial sales experience.
Experience selling machinery or equipment into printing, converting, packaging, finishing, paper handling, web handling, industrial automation, material handling, or related manufacturing markets.
Proven success in personally prospecting, developing, and closing new capital equipment business.
Experience managing complex, consultative sales involving technical requirements, customization, multiple stakeholders, and extended sales cycles.
Strong technical aptitude and ability to understand manufacturing processes, machinery applications, production requirements, and customer challenges.
Excellent communication, presentation, questioning, negotiation, organization, and follow-through skills.
Demonstrated ability to work independently, manage multiple sales opportunities, and remain accountable for activity and revenue results.
Experience using CRM systems and standard business productivity tools.
Ability and willingness to travel regularly throughout North America for customer visits, trade shows, industry events, and periodic facility visits.
Previous sales experience with a machinery manufacturer, equipment designer, or industrial OEM.
Experience selling printing presses, converting equipment, finishing systems, packaging machinery, paper/web handling equipment, industrial automation, or material handling systems.
Existing relationships within relevant manufacturing industries or a demonstrated ability to develop a new territory and build a productive customer network.
Experience preparing technical quotations and participating in application reviews, equipment demonstrations, factory acceptance testing, or post-sale project coordination.
Experience with aftermarket sales, including retrofit projects, spare parts, field service, training, or service agreements.
Associate or bachelor's degree in business, engineering, manufacturing, or a related field; equivalent relevant experience will be considered.
The ideal candidate is a technically curious, persistent, competitive, and credible sales professional who enjoys opening new doors, developing new markets, understanding how customers operate, and turning manufacturing challenges into well-defined equipment opportunities.
This position is best suited for someone who is:
Highly proactive and comfortable with cold prospecting and new business development
Self-motivated and capable of working independently
Comfortable selling high-value, complex capital equipment
Consultative rather than transactional in their sales approach
Strong at building relationships with technical and executive-level decision-makers
Persistent throughout long and complex sales cycles
Comfortable discussing technical applications and manufacturing processes
Experienced in developing and growing territories
Success in this position will be measured by:
Quality and growth of the sales pipeline
Consistent prospecting and business-development activity
New customer acquisition and territory development
Sales revenue and gross-profit contribution
Forecast accuracy and CRM discipline
Development of new markets and applications
Successful management of complex sales opportunities
Effective collaboration with internal teams
Professional representation of the organization in the marketplace
Salary: $90,000 - $140,000 per year
Benefits include:
401(k) matching
Health insurance
Dental insurance
Vision insurance
Life insurance
Paid time off
Tuition reimbursement
Travel: Regular travel throughout North America is required.
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